COURSE DESCRIPTION

* Section I . . . Are they Ready?
     • Measuring Training Results
     • Jump-Starting New Salespeople
     • Common Misconceptions about Selling
     • How They Process Your Coaching
     • The Success Formula

* Section II . . . Are You Ready?
     • Good Coaching = Good Listening
     • Coaching Styles
     • Self-Analysis "Let the Customer Manage"
     • Test Your Selling Skills

* Section III . . . The Coaching Process
     • Rules of Good Coaching
     • Praise. . . Motivational and Supportive
     • Effecting Change . . ."Fix What is Wrong"
     • On-the-Job Coaching . . . "The Sales Call"

* Section IV . . . Monitor-and-Feedback Systems . . . “Cyber-Mentor”
     • Selling Skills Assessment . . . Pre-Test
     • Selling Skills Assessment . . . Post-Test
     • Criteria for Measuring Sales Performance
     • Role Plays . . . Central to Action-Based Learning

* Appendix . . . Coaching Aids
     • Curbside Analysis. . . $$$ It Pays to Analyze $$$
     • Field Skills Audit
     • Field Observation Evaluation
     • Additional Coaching Tools . . . Lee DuBois Materials

* A 130-page Manual for the Sales Manager                         $ 175

Lee DuBois Technologies
1025 Arlinbrook Drive
Trinity, FL 34655

1-800-658-0055
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